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Sales Planning

Your Source Of Competitive Advantage

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When you are planning to see a prospect, there are many questions that go through your and their minds that will need answering. As you think through your offers and the solutions that would appeal to the prospect, you no doubt build confidence or otherwise in what you have to say. One of the key [...]

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MTD Video – 2 Quick Responses To “That Costs Too Much”

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Within this video you will learn how to respond to the price objection “that costs too much”. Just how do you respond to a statement like that? View this video and find out!    Happy Selling! Sean McPheat Managing Director MTD Sales Training www.mtdsalestraining.com Have you downloaded my latest report “The Sales Person’s Crisis”? Over [...]

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Six Tips To Ensure You Are Fully Prepared Before Each Prospect Meeting

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I read recently about a building that had collapsed, trapping many people inside. Although thankfully extremely rare, these types of occurrences put fear and trepidation into anyone who steps into a similar type of building. The cause of this particular collapse was the poor foundations of the building. Apparently, the concrete used had been watered [...]

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Six Questions To Ensure You Build Value For Your Customers

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You know well how customer don’t buy on price alone. The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. We often say that we should sell the concept of value, as it appears in the eyes of [...]

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The Importance Of ‘Trust’ In The Sales Equation

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Here are some simple facts about selling: In order to sell anything you must be able to influence other people. You cannot influence anyone if they don’t TRUST you! The higher the value of the sale the more TRUST is needed & the longer the potential term of the relationship the more TRUST is needed. [...]

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